Business-to-business marketing /
Brennan, Ross, 1957-
Business-to-business marketing / - Los Angeles ; London : SAGE, 2007. - xix, 359 pages ; 25 cm. - Advanced marketing series . - Advanced marketing series (Los Angeles, Calif.) .
Includes bibliographical references and index.
Introduction to Business-to-Business Markets and Marketing -- Organizational Buying Behaviour -- Inter-Firm Relationships and Networks -- Business-to-Business Marketing Strategy -- Researching Business-to-Business Markets -- Segmenting Business-to-Business Markets -- Impersonal Marketing Communications -- Personal Selling and Sales Management -- Managing the Relationship Portfolio -- Managing the Product Portfolio -- Managing Distribution Channels -- Price Setting in Business-to-Business Markets.
This volume examines views that argue business to business marketing is simply a variant of consumer marketing or is only concerned with inter-organizational relationship management.
9781412919692 9781412919692: £75.00 141291969X 1412919703 9781412919708
2006928778
Industrial marketing.
Industrial marketing--Case studies.
658.804 / BRE
Business-to-business marketing / - Los Angeles ; London : SAGE, 2007. - xix, 359 pages ; 25 cm. - Advanced marketing series . - Advanced marketing series (Los Angeles, Calif.) .
Includes bibliographical references and index.
Introduction to Business-to-Business Markets and Marketing -- Organizational Buying Behaviour -- Inter-Firm Relationships and Networks -- Business-to-Business Marketing Strategy -- Researching Business-to-Business Markets -- Segmenting Business-to-Business Markets -- Impersonal Marketing Communications -- Personal Selling and Sales Management -- Managing the Relationship Portfolio -- Managing the Product Portfolio -- Managing Distribution Channels -- Price Setting in Business-to-Business Markets.
This volume examines views that argue business to business marketing is simply a variant of consumer marketing or is only concerned with inter-organizational relationship management.
9781412919692 9781412919692: £75.00 141291969X 1412919703 9781412919708
2006928778
Industrial marketing.
Industrial marketing--Case studies.
658.804 / BRE